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How to validate prospects?


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Posted 29 April 2008 - 06:57 AM

I am playing with the idea of offering the ability to sign up for a free trial period for our software. My question is how would I go about validating the prospects that sign up for the free trial? In other words I am scared of opening up the application to our competitors?

Here's a little background info. We offer a web-based application now but you must go through our sales team to license it. The idea is to eventually move to a true SaaS product where users can sign up directly online. Any input is greatly appreciated.
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#2 WingedPanther73


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Posted 29 April 2008 - 07:19 AM

One way would be to handle the trial period through your sales department.
The reality is that anything you do can be circumvented by your competition. A web demo with a potential customer or defecting customer would allow the customer to show your competitor what your software does. They can then promise to "match" it in most any way. You will have a hard time keeping your features secret from your competition, but disclosing them effectively to your customers.
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#3 Sionofdarkness


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Posted 05 May 2008 - 11:49 AM

As long as you are not a strong brand presence, I don't think you have to worry too much about your competitors stealing any of your application secrets.
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